Strategic Account Executive (Government)

Microsoft•Albany, NY

3d•$170,300 - $239,800•Hybrid

About The Position

You’ll be joining a mission driven team with the goal of empowering the New York State agencies and departments to better serve their mission with the power of AI and Cloud. The team is responsible for envisioning new possibilities for our customers, & delivering solutions that result in targeted outcomes that are mutually beneficial to our customers and Microsoft. Paired with a Strategic Account Technology Strategist focused on driving outcomes for the New York State, you will leverage a large, multi-functional v-team across the breadth of the Microsoft product portfolio and the vast catalog of Microsoft Partner offerings. You will build and grow your network of technology leaders within the State and bring industry-relevant solutions to help the customers adopt and embrace AI technologies and the entire portfolio of Microsoft solutions. With a proven history of innovative technical solutions to achieve department level mission objectives and achieving account growth targets, this role will give you the opportunity to combine your sales and industry knowledge to deliver on AI & software solutions to accelerate your customers vision, drive outcomes and to ultimately become their trusted technology advisor. As a Strategic Account Executive (Government) in New York State Government, you will help New York achieve their goals through technology. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your sales skills with the latest industry technology, and become adept at creating a shared vision. This is a flexible work opportunity where you may work from home but will be expected to work onsite with the customer at least 3 days per week. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Requirements

Bachelor's Degree AND 10+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR Master's Degree AND 9+ years experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR 13+ years experience in working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education, technology) and/or driving digital transformation OR equivalent experience.
6+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.
8+ years experience closing large, complex agreements/deals.
Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Nice To Haves

Experience selling to State & Local Government, Federal partners, or regulated industries
Experience selling enterprise software sales (e.g., SaaS, cloud, or platform solutions)
Experience leading complex, multi-solution sales cycles with cross-functional stakeholders (internal and customer-facing)
Experience in sales presentations, presenting to and engaging c-suite stakeholders (e.g., CIO, CTO, business leaders)
Experience in solution-selling methodologies (e.g., consultative selling, value-based selling)
Experience in translating technical capabilities into business value

Responsibilities

Synthesize business insights and orchestrate teams across the organization to deliver alternative solutions while applying deep expertise and thought leadership.
Act as a "virtual Chief Executive Officer" to provide Account Thought leadership, leverage deep knowledge of Microsoft's solutions, industry, and customer needs, and act as the voice of the customer (VOC), industry, and team.
Lead sales strategy formulation by leading alignment of customer needs and technology solutions, execution of sales strategy/digital transformation, creation of mid- to long-term sales roadmaps, and translation of customer business objectives.
Develop and drive opportunities, present opportunities to the customer, and create demand. Coach peers on how to create and maintain an opportunity initiation and how to map Microsoft priorities to opportunities.
Lead digital transformation using corporate and cross-industry resources and partner with line-of-business leader or senior executive to articulate the benefits of Microsoft technology over competitor solutions. Help customer specialists sell Microsoft offerings.
Map customer requirements and business scenarios to Microsoft technology platforms. Orchestrate necessary teams and partners to ensure demand generation and establish best practices for account planning. Deliver regular industry/technology briefings to customer technology senior decision-makers and technical teams. Use readiness resources and demonstrate expertise in creating enablement plans.